Plan and put in action steps to meet and exceed assigned sales quotas by selling into new and existing accounts by aggressively marketing and promoting the products in assigned institutions across health markets to gain new adoptions of Wolters Kluwer products
Create and execute on strategic adoption plan across assigned territory
Develop a healthy pipeline and deliver maximum revenue potential; gather and analyse data to prioritize accounts and focus on accounts with the most opportunity and highest propensity to buy, while nurturing and developing other accounts for future sales
Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position Wolters Kluwer's Health & Learning full-curriculum solution as an instrumental part of that vision
Conduct 15-16 relevant physical calls per day on campus and ensure proper sampling/promotion of books & regular follow up on leads and recording the same on SFDC
Ensure conversion of leads to businesses (sale closure) and record the same on SFDC
Develop/Retain and increase the current set of existing business and expand reach in assigned territory in alignment with organization strategy of products (majorly books as well as digital products) in institutes for deal closure along with lead gen for MRJ and Ebooks.
Meet and develop strong relationships with Key Decision-makers in the institutes- (Head of Dept. Professors & Asst. professor), Librarian/ Library in charge, Chairman and establish long term connections with students & hostel wardens
Lead discovery sessions with effective questioning and active listening techniques to find customers’ key needs and pain points at the account level (i.e., deans, directors, and c-suite executives) and at the course level (i.e., faculty members)
Work with prospective customers in a consultative fashion to develop a future vision for their curriculum and position HLRP (Health Learning, Research & Practice) full-curriculum solution as an instrumental part of that vision
Conduct compelling product demonstrations that highlight the value of the solutions offer to the customer by addressing their specific pain points (via live presentation or online meeting tools)
Use sales tools and follow the established sale process that aligns with the customer buying process
Maintain correct and complete records in SFDC and prepare and give exact and timely forecasts
Ensure that all activities/opportunities in SFDC are updated daily
Share weekly & monthly reports - Internal and external market changes and scenario
Share daily/weekly/monthly business plan and travel plan
Identify colleges/institutes for direct supply as a part of D2C strategy
Partner closely with internal stakeholders in Channel Sales, Marketing, Product, Customer Success, and Customer Support to ensure effective hand-offs and promote high customer satisfaction and retention
Quote prices, manage objections, negotiate for maximum profit, prepare proposals, obtain proper approvals, and supply information to customers about terms of sales
Work collaboratively with Marketing and Publishing teams and represent the “voice of the customer”
Continually stay on top of trends and market shifts in the higher education market, P&E products, competitors, and sales approaches
Other Knowledge, Skills, Abilities:
Minimum 10 years of sales experience in an institutional sales environment. B2B books/content adoption sales experience is necessary.
Flexibility and adaptability – ability to handle significant changes to duties at short notice
Excellent consultative sales skills with a proven record of accomplishment of success in the education, publishing, or healthcare industry
Strong customer relationship skills; ability to retain and grow accounts. Negotiating with individual buyers (e.g.: faculty) and institutional decision-makers (e.g.: deans, directors)
Critical thinking and problem-solving skills to meet project requirements and quickly handle client issues.
Willingness and ability to take initiative in addressing client problems and improving team efficiency.
Excellent presentation skills including the ability to effectively demonstrate digital products live and via online meeting tools
Excellent technical skills including ability using the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) & SFDC
Excellent written and verbal communication skills
Ability to excel in a data-driven, metrics-oriented environment
Manage time, travel, and resources effectively to maximize selling time; manage expenses within budget
Represent Wolters Kluwer in the industry by demonstrating our company values in all interactions: customer focus, innovation, accountability, integrity, value creation, and teamwork
Be teachable by taking part in and committing to coaching sessions with the Sales Manager; commit to personal development under the leadership of your Manager/Coach
Relentless work ethic and a desire to learn new skills and develop more abilities
Ability to work in a rapidly changing environment
Travel Requirements:
Travel is needed up to 50% of work time.
Able to travel independently by air, train, bus and by car.
Possess a valid and driver’s license, knows driving, has own vehicle and passport
If passport is not there, can obtain a passport.
Outstation travel is needed to visit customers and attend regional and national sales meetings
